Learn how Jason Lemkin, CEO of Echosign, built a $100M revenue machine. See the complete writeup including more takeaways, resources, and definitions at [ Ссылка ]

In this video discusses press and content marketing, market position, customer service, industry standards, and sales quotas. Even while a corporate VP of Adobe, Jason knew he wanted to share his journey to success with others, so he launched Saastr and grew it to 500,000 visitors each month with a mission to teach others how to do it better than himself.

Key Takeaways:
-How going from $0 to $100 million in revenue takes trial and error.
-Launched EchoSign from TechCrunch in 2006 and grew through press and content marketing.
-Jason made a lot of mistakes in the beginning including launching with the wrong messaging and market position.
-Credits himself with doing one thing right – lavishing existing customers with incredible attention.
-Reminds us to focus on what you’re good at and love to do. If you’re terrible at sales, but great at content marketing, build a brilliant online community to convert into paying customers.
-Jason knew he was great at closing a huge deal with a company like Google, but couldn’t do 50 cold calls a day to small businesses. He hired people to do it for him and focused on his strengths instead.
-Why Jason thinks getting to $10 million is the magic number in business building. Suddenly you can get a seat at any deal in town and business gets easier. You might not win every deal, but people know your mini-brand.
-By nature, entrepreneurs tend to be impatient. But it takes about two years before you’ll see the benefits of investing in customer care and loyalty, and nearly three years to really see a quantitative impact. In year two, Jason discovered 80% of their growth came from existing customers through upsells and upgrades.
-Why you shouldn’t hire a VP of Sales until you have at least two reps consistently hitting their quota.
-How to use industry standards to set sales quotas and commissions and strategies to keeping customers and employees happy.

Definitions:
-SaaS (Software as a service) – a software distribution model where a service provider hosts the application on the cloud and made available to customers. Users are essentially borrowing online software instead of purchasing and installing it on their computers. Think Gmail or Google Apps only bigger.
-B2B – Business-to-business the exchange of products or services between two businesses instead of between business and consumers.
-Content Marketing – creating valuable content designed to attract and engage a target audience. A primary goal in content marketing is to develop a brand voice, raise awareness of your brand and convert your audience into customers.
-Mini-brand – Mini-brands aren’t true brands that everyone knows about like Google. Jason describes mini-brands as a handful of customers in your target audience who know about you. There may only be a few of these customers in the beginning, but they eventually start coming to you to learn more and start spreading the word.

How to Grow Your B2B Revenue:
-Pay lavish attention and care on current customers to foster repeat buyers and word-of-mouth marketing.
-Start with what you know. Focus on growing your content marketing and online community if that’s where your strengths lie.
-Find ways to scale your success techniques. Landing one great sale isn’t enough if you can’t do it more than once.
-Develop your mini-brand until your true brand catches up. Your core, target audience will eventually find your mini-brand and help spread the word as they learn more about your company.

Resources:
In SaaS, As Long As You Are Growing 60% Or More — Your Competition Can’t Really Hurt You [ Ссылка ]
How To Know You’ve Hit First Traction In SaaS. The Moment When You’ve Got A Real Company [ Ссылка ]
How My VP, Sales Doubled Our Sales in 90 Days. And No, It Wasn’t Magic [ Ссылка ]
Predictable Revenue [ Ссылка ]


Complete writeup: [ Ссылка ]
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